Sr. Account Executive - Cisco

Requisition Number: 201585

External Description:

Are you passionate about selling solutions that deliver the most strategic and significant business impact, where selling discussions are more about value than cost? Do you get excited about understanding your client’s strategic intent, building relationships with those executives responsible for executing the company’s most critical business initiatives, and sharing how Teradata can elevate its capabilities in exploiting big data to derive significant results? If so, you may want to continue reading.

Teradata is the leading provider of big data technology and services, as well as the largest big data consultancy firm on the planet. We sell big data technology and deliver big data consulting to the largest big data companies in the world, and have been doing so for more than three decades.

We have accomplished this outcome by hiring exceptional, smart, highly motivated, results-oriented individuals who share our passion to transform the world through big data—apply artificial intelligence and machine learning to prevent fraud, employ hyper-segmentation methods to maximize marketing relevance, combine predictive analytics and IoT data to prevent outages in smart factories and improve safety in smart cities. If that sounds exciting to you, then consider joining our team of more than 10,000 highly talented associates around the globe.

In this role, the Business Development Executive is responsible for ensuring Teradata’s client is an overwhelming net promoter of Teradata technology, services and Think Big Consulting. To achieve this outcome, the Business Development Executive is expected to build strong, consultative relationships with business leaders and Teradata users across the client organization, ensure Teradata capabilities are fully utilized and the value derived from Teradata well understood. This individual is also expected to accelerate time to value for the client’s most strategic business initiatives, leveraging intellectual property and expertise from Teradata’s big data consultancy, Think Big Analytics, wherever possible. Ultimately this individual is responsible for ensuring that his or her client derives maximum business impact from its investments in Teradata, so the client’s value of Teradata grows, and Teradata’s revenue grows as a direct consequence of the client’s success.

The successful candidate must be capable of understanding the client’s business strategy, KPIs and economic drivers to understand what is most critical or what outcomes would be most impactful. You should have a keen interest in advanced analytics and understand how it can be applied to derive insight. You should have a solid understanding of how organizations are designed/incented to deliver results, understand decision makers, funders and influencers, and be capable of engaging in business conversations at multiple levels of the organization to influence outcomes for the client and Teradata. Finally, you should be highly organized, focused and have a strong bias toward activity that produces results.

Key Areas of Responsibility

• Work with the account team to understand the client’s overall business strategy, KPIs, economic drivers, performance and results.
• Maintain in Salesforce account goals, strategies, objectives, tactics for engagement with key business leaders and Teradata users to derive business outcomes.
• Understand who in the client organization drives key initiatives and seek business outcomes that can be accelerated via use of Teradata technology or Think Big Analytics consulting.
• Lead engagement with client, mapping each resource to the most valuable opportunities and serve as an escalation point for high priority client issues.
• Build and manage relationships with client decision makers including but not limited to the C-suite, and ensure key business leaders attend and engage in Teradata events, such as Teradata’s annual Analytics Universe or the Sentient Enterprise Executive Roundtable, etc.
• Understand the clients’ analytic environment, technology stack, and competitive environment to determine how Teradata solutions can be used to elevate the value derived from all client data.
• Direct activities, working closely with Think Big Consulting team members, to develop proposals, staff projects with Thing Big’s best talent, and deliver the business impact required.
• Support the account team in the sale of hardware, software, and services.
• Maintain knowledge of Teradata products, services, solutions and consulting efforts, as well as competitive offerings.
• Coach/develop account teams, consultants and solution architects to elevate Teradata capabilities.

Required Skills

• Bachelor’s Degree, ideally one that emphasizes critical thinking and/or problem solving, or requires course work in mathematics, advanced analytics, finance, computer science or engineering.
• Outstanding communication, written and persuasion skills, with excellent capabilities in PowerPoint and Excel.
• Successful track record in selling to new, or up-selling to existing, customers.
• Experience selling to large, complex enterprise customers or in general management/leadership experience in medium to large corporations.
• Solid business knowledge, acumen and maturity to understand what drives value, how it is created and how best to position opportunities among different functional leaders.
• Sufficient industry and business knowledge to lead compelling discussions with business users, leaders and decision makers on their respective business objectives, and how big data technology and/or advanced analytics can be used to achieve them.
• Awareness, curiosity and an understanding of advanced analytics methods, the differences between a range of methods, and how they can be applied to inform business decisions, etc.
• Customer relationship management, particularly at the C-suite level.
• Proven skills in effectively managing and developing relevant messaging for business buyers.
• Ability to apply critical thinking and substantive knowledge to solve business problems.
• A curiosity and desire to learn about new technology, solutions, business, advanced analytics, etc.
• Prior experience in managing sensitive and/or client political environments; balancing the needs of the client with what Teradata needs to be successful as well.
• Ability to effectively prioritize key activities, delegate as needed, and work across functions to deliver exceptional performance and results.

Desired Skills

• A Master’s Degree in Business Administration
• Prior consulting experience, ideally with a major firm
• P&L responsibility, ideally with a major brand
• Experience as a practitioner of advanced analytics or studies in advanced analytics
• Exceptional critical thinker

This position is working in a virtual office environment, including home office & customer site. A combination of independent work and team collaboration will be required. Travel is also expected.

Our total compensation includes a competitive base salary, compelling incentive structure with increasing multiples as you exceed targets, a 401(k) with matching, ESPP programs, strong work/family programs, and excellent medical, dental and disability coverage.

Teradata is an Equal Opportunity/Affirmative Action Employer and commits to hiring returning veterans.

Job

 : Sales, Business Development

Schedule

 : Full-time

Primary Location

 : Americas-United States-California-San Jose, San Francisco

 

CountryEEOText_Description: Teradata invites all identities and backgrounds in the workplace. We work with deliberation and intent to ensure we are cultivating collaboration and inclusivity across our global organization. ​ We are proud to be an equal opportunity and affirmative action employer. We do not discriminate based upon race, color, ancestry, religion, creed, sex (including pregnancy, childbirth, breastfeeding, or related conditions), national origin, sexual orientation, age, citizenship, marital status, disability, medical condition, genetic information, gender identity or expression, military and veteran status, or any other legally protected status.

City: San Francisco

State: California

Community / Marketing Title: Sr. Account Executive - Cisco

Job Category: Sales

Company Profile:

Our Company

At Teradata, we believe that people thrive when empowered with better information. That’s why we built the most complete cloud analytics and data platform for AI. By delivering harmonized data, trusted AI, and faster innovation, we uplift and empower our customers—and our customers’ customers—to make better, more confident decisions. The world’s top companies across every major industry trust Teradata to improve business performance, enrich customer experiences, and fully integrate data across the enterprise.

LinkedIn Remote:

Location_formattedLocationLong: San Francisco, California US